Job Description: Senior Manager - Business Development

Location: Corporate Office - Goregaon, Mumbai

Reporting To: Regional Head - Business Development

Role Purpose

The role is responsible for driving business growth by identifying new opportunities, expanding the customer base, managing strategic client relationships, gathering market intelligence, and coordinating with cross-functional teams to ensure successful execution of commercial objectives.

Key Responsibilities

1. Business Development

Identify and develop new business opportunities by exploring untapped and high-potential customers to expand the organization's client base and drive long-term growth.
Lead and support commercial discussions and negotiations for Confidentiality Agreements (CDAs), Term Sheets, and definitive agreements in collaboration with internal stakeholders.
Work closely with the Portfolio Management team to identify and evaluate potential molecules and business opportunities.
Monitor and analyze changes in market dynamics, industry trends, and customer requirements.
Prepare business cases and collaborate with the Costing team to develop and submit commercial proposals and quotations.
Develop client-specific and market-specific presentations and business proposals.
Assess and identify potential markets, products, molecules, and business models for expansion.
Coordinate with the Regulatory Affairs team to ensure timely product registrations, re-registrations, and site approvals.
Collaborate with the Project Management team for evaluation, planning, and execution of new projects within assigned territories.

2. Market Intelligence & Competitive Analysis

Monitor market share trends, pricing movements, price erosion, and competitor offerings.
Conduct competitive analysis using industry databases and market intelligence tools such as IQVIA (IMS), EXIM data, Pharma Compass, primary research, and other relevant sources.
Develop an understanding of local regulatory requirements, Ministry of Health (MOH) guidelines, and market access processes across various geographies.
Coordinate with overseas clients, distributors, and partners on business-related activities and market opportunities.

3. Sales & Relationship Management

Build and maintain strong relationships with existing customers and business partners through regular engagement and proactive account management.
Achieve sales targets and revenue objectives for assigned markets and territories.
Prepare and maintain monthly MIS reports, including budget tracking, operating expenses (OPEX), long-range planning, sales reviews, pipeline updates, and commercial performance reports.
Manage commercial documentation and approvals, including payment requisitions, transfer pricing forms, MOQ requests, and other related processes.
Coordinate execution of legal agreements for new customers and amendments/addendums for existing customers and products.

4. Cross-Functional Coordination

Monitor and coordinate day-to-day business activities, including shipments, regulatory queries, customer requests, and operational follow-ups.
Work closely with Alliance Management, Supply Chain, Logistics, and other functions to ensure seamless customer service and supply continuity.
Coordinate with cross-functional teams for order execution, product launches, and project implementation.
Schedule and facilitate customer meetings, teleconferences, and internal stakeholder discussions to ensure effective communication and timely decision-making.

5. Payment & Receivables Management

Ensure timely collection of payments from customers in accordance with agreed payment terms.
Monitor outstanding receivables and proactively follow up on overdue payments while maintaining strong customer relationships.

6. Operational Management

Coordinate with internal and external stakeholders on costing, pricing, financial transactions, and commercial activities.
Monitor monthly export production plans and align order priorities with business requirements.
Collaborate with Alliance Management, Supply Chain, and Logistics teams to ensure timely order fulfillment and shipment execution.
Track and ensure timely recovery of outstanding and overdue receivables.

Key Competencies

Business Development & Strategic Sales
Key Account Management
Contract Negotiation
Market Intelligence & Competitive Analysis
Commercial & Financial Acumen
Stakeholder Management
Cross-Functional Collaboration
Project Management
Regulatory Awareness
Presentation & Communication Skills
Customer Relationship Management (CRM)

Preferred Industry Experience

6-8 Experience in the pharmaceutical, healthcare, life sciences, CDMO, or related industries, with exposure to multi regional deals, international markets and B2B business development, will be preferred.

Senior Manager- Business Development